They can bring the technology in, then you can sell to the enterprise when they want to have better control, better security... you still have the same biz model as a traditional enterprise sw company, but the way to get into the company is through the end user.

The benefit to building a startup is that customers don't have the same kind of friction when they adopt new technology.

Your product should sell itself, but that does not mean you don't need salespeople.

In a user lead model, users are bringing in their own technology... and you can build software then, around the user.

The chance of failure is almost always better than the guarantee of never knowing.

We didn't really start the company to go build an enterprise software company.

You intentionally start small, because you will not be able to compete with an incumbent... because the incumbent is always going to go for the full solution.